What is the history of sales? Why does Daniel Pink say that we are all salespeople? <\/p>\n\n\n\n
In his book To Sell Is Human, <\/em>Daniel Pink says that all humans are salespeople, whether we like it or not. Pink discusses the transition from traditional sales<\/a> (or selling sales) to modern sales<\/a> (or non-selling sales). Pink says that sales aren’t always about making money, it’s often about “moving” others\u2014this can even be in the form of trying to get likes on social media.<\/p>\n\n\n\n Keep reading to learn about the history of sales and how sales has changed over the years.<\/p>\n\n\n\n\n\n\n\n Hate it or love it, we are all salespeople. Selling is an innate skill we use in every aspect of our lives, and Daniel Pink believes the value of the salesperson has never been higher. To Sell Is Human<\/em> explains the evolution, significance, and history of sales. It challenges commonly held assumptions by redefining the meaning of sales, re-evaluating the purpose of the salesperson, and showing you how to effectively harness sales skills to create purpose, growth, or \u201cmovement\u201d in your life (whether it be for personal or professional gain). <\/p>\n\n\n\n Generally, what we think of as sales is actually what might now be called traditional sales<\/em>. Traditional sales values profits over people, and serves the seller first. <\/strong>The sales industry has since evolved in significant ways, which we\u2019ll discuss later in the chapter. Sales is about \u201cmoving\u201d others to give one resource up in exchange for another, whether it be time, attention, money, or something else of value.<\/strong> Selling can mean providing a tangible product or service in exchange for money (this is the type of traditional selling we\u2019re familiar with), but much of what we \u201csell\u201d or \u201cbuy\u201d is immaterial. Let\u2019s call the first type sales selling <\/em>and the second type non-sales selling<\/em>. <\/p>\n\n\n\n Sales selling is about selling something for money (the type of sales job that 1 in 9 Americans work in), and non-sales selling is about persuading, influencing, or convincing others to give up a resource of some kind. We sell ourselves on social media in exchange for likes, comments, and other attention. We sell our causes on GoFundMe pages. We sell our bosses on promotions, pitches for ideas, and so on. We sell our partners on cooking dinner or being the one to take the spiders outside. According to a study conducted by Pink, people spend 40% of their time non-sales selling, and the skill is particularly critical for professional success.<\/p>\n\n\n\n Our society now reflects the increasing value of non-sales selling. Additionally, the traditional sales philosophy has transformed to reflect the equal information power balance between buyer and seller. The old paradigm allowed sellers to have the power, and profit to be the priority. Now, that power is equal, and service to the buyer is the new priority. These shifts have three origins. <\/p>\n\n\n\n During the heyday of traditional sales, the economy was stable. It prioritized production and consumption. Traditional sales weren\u2019t defined by exchanging all types of resources, but by the exchange of a product for money. Additionally, a stable economy meant that business environments were predictable. As an employer, you didn\u2019t need your business to value adaptable skill sets. As an employee, you knew what was expected of you week to week, and it wasn\u2019t necessary to deviate. These factors allowed sales to become a concentrated skill set. You could be a sales specialist your whole life and never engage with any other specialization. <\/p>\n\n\n\n Indeed, there is little reason to have a sales specialization anymore. The modern economy values movement and adaptability, and it favors a broader range of skills. Everyone is now \u201cselling\u201d in some capacity. This has been embraced by the workforce because these evolved skill sets are creating more profit for businesses. A flexible skillset cuts costs, because you have fewer employees applying a wider range of skills and essentially completing the same volume of tasks as were being completed within the traditional model. With tumultuous economic conditions, a flexible skillset like sales is a major asset.<\/p>\n\n\n\n People thought technology would destroy the need for sales by automating the sales process online, but instead, the internet gave the masses access to resources that transformed the landscape of sales. First, the internet derailed traditional sales by shifting the information power balance (discussed further in Chapter 4). Second, it fostered the growth of a new type of sales, creating opportunities for those who otherwise would never engage in \u201cselling.\u201d People who didn\u2019t have the resources to run their own businesses suddenly had access to free information, alternative business platforms, and new ways to build their own customer base. Anyone could become a self-starter, which led to a rise in entrepreneurship. Now, entrepreneurs and startups have become crucial parts of our modern economy. <\/p>\n\n\n\nUnraveling the History of Sales<\/strong><\/h2>\n\n\n\n
What Are Sales?<\/strong><\/h3>\n\n\n\n
How Did We End Up Here?<\/strong><\/h3>\n\n\n\n
Origin #1: Economic Change and Need for Adaptability<\/strong><\/h4>\n\n\n\n
Origin #2: Rise of Technology and Entrepreneurship<\/strong><\/h4>\n\n\n\n